Shows
The Sales RevolutionEp86 Learning from what goes wrong (and why it matters) – Dave RogersDave Rogers challenges the way organisations respond when things don’t go to plan – and why getting it right matters more than ever. Dave, known as The Business Explorer, is an award-winning business consultant, author and TEDx Speaker.
Drawing on lessons from the hospitality industry, he explains how great businesses spot friction early, own their mistakes, and actively learn from feedback to create better experiences.
Inspired by Black Box Thinking, Dave explores how airlines use near-misses and failures to improve systems, and contrasts this with more defensive cultures in other sectors, including healthcare. The result? Powe...
2026-02-2541 min
The Sales RevolutionEp85 Proactivity builds a stronger business – Hermione GardinerProperty management businesses are leaving serious money and loyalty on the table by being reactive instead of proactive. Hermione Gardner explains exactly how to fix it. Hermione is the no-fluff business and mindset coach behind Sidekick, a growth partner built specifically for property management entrepreneurs. With 20-plus years in real estate, she’s seen the stress, the overload, and the missed opportunities up close, then turned that experience into practical coaching, training, and a mastermind community for PM business owners.
Hermione breaks down how to grow a rent roll with consultative conversations, consistent lead generation, and systems th...
2026-02-1132 min
The Sales RevolutionEp84 The 10 Sales Qualities That Matter In 2026The salesperson who wins today doesn’t look like the salesperson who won five years ago… or even three. The market has shifted, buyers have changed, and the old playbook is no longer enough.
Ingrid breaks down the 10 qualities that define great business development people right now — not in theory, not in a textbook, but in the real conditions we’re all selling into. Some will sound obvious. Others might feel uncomfortable. All of them are essential if you want to stay relevant, credible, and effective in this market.
If you want a copy of the full...
2026-01-2821 min
The Sales RevolutionEp83 Why the best sales teams stop chasing the dollar – Seth ClancyGreat sales isn’t about transactions. It’s about intention, empathy, and long-term partnerships that genuinely add value. Seth Clancy, has built a career at the intersection of entertainment, events, and media across Australia and the UK. Now Commercial Director and executive team member at Oztix, Australia's largest independent ticketing company, Seth leads national partnerships and ticketing strategy for some of the country’s biggest promoters, venues, and events.
Seth shares his unconventional sales philosophy, his journey through major media brands, and how Oztix reframes ticketing as a gateway to a great experience. Ingrid and Seth discuss intent...
2026-01-1431 min
The Sales RevolutionEp82 What happens when you stop hiring and start accessing – Colin MillsWhat if growing your business didn’t require hiring a full-time executive — but still gave you access to world-class leadership when it matters most? Colin Mills discusses how businesses are rethinking leadership, work, and growth — and why outcome-driven executive support is transforming both companies and careers.
Colin is the founder of The CFO Centre and Liberty Group, global leaders in fractional C-suite services. A former corporate CFO, Colin left the traditional track in 2001 to build what he now calls a movement — around 1,000 CFOs delivering expertise to thousands of clients worldwide.
Colin explores the evolution of fraction...
2025-12-3154 min
The Sales RevolutionEp81 Turning sales on its head at professional services firmsProfessional services firms are facing a wake-up call. For years, many have tried squeezing a traditional B2B sales process into a consulting or accounting or engineering practice. It just doesn’t work. Professional services don’t sell in straight lines; they sell in circles. Winning work, delivering work, deepening trust, and uncovering the next opportunity all happen at once.
Ingrid breaks down why business development is now essential for consultants and practice leads, why “sales” isn’t a dirty word, and how the BD game in professional services is completely different from B2B. Get this right, and...
2025-12-1719 min
The Sales RevolutionEp80 From clunky CRM to clear pipeline: a new way to sell – Ian SelbieIf you’re a sales leader or rep who’s sick of wrestling with clunky CRMs and endless admin, this episode for you. We’re doing something a little different: a live walk-through of a tool that can quite literally give you back a day a week to sell.
It’s called Saleslook – a simple, visual pipeline management app that frees salespeople from their keyboards and gets them back in front of customers. And the person showing us how it works is someone every sales team needs in their corner: Ian Selbie. Ian’s a former top global sales...
2025-12-0353 min
The Sales RevolutionEp79 The psychology of price: What customers really buy – Ron WoodPricing is one of the most critical levers in any business, yet so often misunderstood or left to gut instinct. Today’s guest knows exactly how to turn pricing into profit. Pricing expert Ron Wood explains why smart pricing strategies start with understanding what customers truly value, not just what they’re willing to pay.
Ron is the founder of Pricing Insight and has spent nearly three decades advising more than 160 Fortune 500 companies, ASX-listed firms, and private-equity-backed businesses. He’s trained over 5,000 executives in 15 countries on how to make better pricing decisions. Ron explores inflation, discounting, customer acquis...
2025-11-1945 min
The Sales RevolutionEp78 Why sales leadership matters most in a tough 2026Something’s shifting in the air. You can feel it. Conversations with business leaders sound eerily similar: layoffs in construction, slower markets, and salespeople who usually thrive now finding things tougher. When unrelated industries start echoing the same story, it’s a signal that the Australian economy may be tightening.
And when that happens, sales teams feel it first. So how do you prepare? Not by piling on more sales training, but by strengthening your leaders — the people holding it all together under pressure from every direction. Next year will test even the best. The smartest move isn’t...
2025-11-0515 min
The Sales RevolutionEp77 Beyond CRM: How an AI teammate drives revenue growth – David MarshallSales teams don’t need just another piece of software – they need a true virtual teammate. That’s what Kaddi delivers: an AI-first digital twin that helps salespeople cut through information overload, execute complex processes with confidence, and gives leaders real-time visibility into deals.
David Marshall has more than 30 years in B2B sales and sales technology. He founded Blitz Incentives and built Performio into a global leader in incentive compensation management before launching Kaddi.
David returns to The Sales Revolution to explain why the platform rebranded from Sales Grid to Caddy, how it works alongs...
2025-10-2233 min
The Sales RevolutionEp76 Building a global retail brand from scratch – Richard Morley-KirkRichard Morley-Kirk is a seasoned retail executive with over 25 years’ experience growing brands across the UK, Europe, the Middle East, and Central Asia. He’s best known for co-founding Pinky Goat, a specialist eyelash brand that grew from a home-based startup into a global retail presence in over 3,500 stores.
Now based in Dubai, Richard is COO for several consumer brands under the Joelle Mardinian umbrella, with a focus on scaling internationally. He shares insights into building a distinctive brand, understanding retail buyer behaviour, and choosing the right distribution model.
He also explores the role of cust...
2025-09-2452 min
The Sales RevolutionEp75 How to sell without making it about youSales is often associated with ego – loud personalities, overconfidence, and showmanship. Yet ego is the greatest barrier to genuine connection. Exceptional salespeople are not driven by self-promotion but by authenticity and balance. They are right-sized – aware of both strengths and weaknesses and committed to serving others rather than inflating their image. Ego repels trust, while humility and presence build it.
Ingrid explores how operating at a steady “five,” neither overblown nor self-doubting, creates deeper relationships and better results. Shifting focus from self-interest to empathetic listening reshapes sales conversations and elevates true performance.
THE SALES DOCTOR
T...
2025-09-1709 min
The Sales RevolutionEp74 Designing AI to fit your team, not the other way around – Valentina CoinWhat if your tech transformation wasn’t just about the tech? Valentina Coyne believes digital change should feel human – practical, empowering, and tailor-made for the people it’s meant to serve. Through her work at Viya Technology, Valentina helps service-based businesses design future-ready systems grounded in strategy, not just shiny objects.
True digital transformation, she says, requires more than adopting new technology – it demands alignment between people, processes, and purpose. AI becomes truly valuable not when it replaces people, but when it enhances decision-making, supports teams, and helps deliver purposeful, scalable growth.
THE SALES DOCTOR
V...
2025-09-1044 min
The Sales RevolutionEp73 Repeatable systems… and environmental hypocrites – Jim BeachImagine starting your first business at 23, with just $400 — and turning it into 600 employees across 89 locations. Then writing a bestselling book with McGraw Hill, launching a nationally syndicated radio show on 100 stations, and proving that entrepreneurship doesn’t have to rely on creativity, passion, or big risks – instead a strong system turns a business into a repeatable, scalable success. That’s Jim Beach.
Jim’s latest book, The Real Environmentalist, claims entrepreneurs are already solving climate change — faster and more effectively than governments or think tanks. From recycling entire ships to regrowing coral reefs 10 times faster than nature, his stories...
2025-09-0345 min
The Sales RevolutionEp72 How agentic AI has lifted the game in customer experienceWhat does a couch have to do with cutting-edge customer experience? Everything – when it’s delivered by agentic AI. Ingrid shares two strikingly different shopping experiences after downsizing her home. One retailer nailed it with seamless, human-like communication using AI. The other? Crickets. Same purchase method, same price range, but with wildly different outcomes. What made the difference wasn’t the product. It was the experience. And in today’s crowded marketplace, that experience is the product. If you’re still sceptical about AI in customer service, Ingrid’s real-world case study might just change your mind.
Book mention...
2025-08-2712 min
The Sales RevolutionEp71 Achieving freedom, growth & legacy – JP MillsThe numbers that really matter in business aren’t always found on a spreadsheet – they’re found in the lives we want to lead. That’s the philosophy behind the CFO Centre, where part-time CFOs help SMEs achieve financial clarity and freedom without the full-time price tag.
JP Mills, knows this firsthand. A former professional footballer for Southampton FC, JP now helps lead the CFO Centre in Western Australia, a business started by his visionary father that’s grown into a global network of 850 CFOs across 18 countries.
JP explores what it really means to be “free within...
2025-08-2036 min
Work SavvyEpisode 107: The Sales Revolution: Rethinking What It Means to Create Customer ValueWe sit down with renowned sales performance expert Ingrid Maynard to explore how the world of sales is being reshaped by a revolution in what customers truly value. Together, they unpack how outdated sales practices are giving way to more authentic, value-driven approaches that put customer success at the heart of the strategy.
With decades of frontline experience, Ingrid shares what it takes to lead this transformation—from building trust and deepening relationships to aligning your team around real, measurable customer outcomes. This is a must-listen for leaders who want to future-proof their sales function and create valu...
2025-08-1733 min
The Sales RevolutionEp70 Becoming a tall poppy in a cut-down culture – Kim LancerTrue leadership begins with knowing, trusting, and being yourself – and that’s the foundation of real, grounded confidence. Kim Lancer, founder of Tall Poppies Leadership, challenges Australia’s tall poppy syndrome and inspire a new kind of leader – bold, self-aware, and unapologetically impactful. With decades of experience coaching executives across three continents and Fortune 100 boardrooms, Kim shares why confidence isn’t about polish or pretending, but about practice, perspective, and purpose.
Kim unpacks the nuances of vulnerability, gender dynamics in leadership, and the myth of “fake it till you make it.” She also reveals how her global programs build...
2025-08-1350 min
The Sales RevolutionEp69 Building a sales leadership pipeline that lastsStruggling to find strong, committed sales leaders? You’re not alone. The solution isn’t just recruitment – it’s building a sales leadership pipeline from within. Ingrid reveals a practical, three-part strategy: nurture emerging talent early, promote with purpose and back it with support, and incentivise today’s leaders to cultivate tomorrow’s. She highlights how organisations can future-proof their revenue by investing in leadership development. Especially critical for small to mid-sized businesses, this approach builds loyalty, resilience, and a bench of high-performing sales talent ready to lead.
THE SALES DOCTOR
The Next Level Sales Impact Onlin...
2025-08-0609 min
The Sales RevolutionEp68 Creating a succession mindset every day in your business – Kay SolankiBuilding a business that outlasts you starts with embracing a succession mindset every single day – not just when you’re ready to exit. Kay Solanki, founder of Coachtique and Chair of Vistage Australia & New Zealand, shares how leaders can weave legacy thinking into daily operations, developing clarity of role, pragmatic strategies, and resilient culture. After scaling an event company from two to 300 staff internationally, Kay pivoted to coaching executives through the pressures of growth, burnout, and reinvention.
She explains the power of “owner’s evolution” and “leader shaping”, frameworks that equip businesses to navigate generational shifts, leverage AI without los...
2025-07-3057 min
Sales Growth Made Simple: For Trade, Construction & Industry LeadersE126: How Trade Sales Leaders Can Rebuild Customer Service Standards Post-Covid with Ingrid MaynardIn this episode of the Stronger Sales Teams podcast, Ben Wright speaks with Ingrid Maynard, founder of The Sales Doctor, about the evolving world of B2B sales leadership. They explore how customer service has shifted post-COVID and how leaders can adapt to build high-performing, customer-centric teams. Ingrid shares insights on what defines great service today, emphasising curiosity, communication, and strong relationships. The episode also covers hiring the right people and creating a culture that supports growth—offering valuable takeaways for any sales leader.About the Guest: Ingrid Maynard is the founder of The Sales Do...
2025-07-2923 min
The Sales RevolutionEp67 Creating a vibrant workplace where everyone wants to stay – Colin EllisWhat if you could transform your workplace from stagnant and stressful to vibrant and alive – where people don’t dread Mondays, but actually look forward to showing up? Today’s guest knows exactly how to make that happen. Colin Ellis is a five-time best-selling author and award-winning speaker who’s spent decades teaching leaders how to build cultures that energise teams instead of draining them.
With his trademark humour and straight-talking wisdom, Colin has helped thousands of organisations replace toxic habits with trust, curiosity and connection. Colin discusses why so many companies ignore age in diversity efforts, how soft...
2025-07-2335 min
The Sales RevolutionEp66 The secret to better sales? Ask better questionsSales isn’t just about answers – it’s about asking the right questions. The kind that don’t just gather information, but shift thinking, deepen connection, and guide conversations toward real solutions.
Ingrid steps through a list of transformative questions designed to elevate every sales conversation. These aren’t your typical checkbox queries. They’re crafted to build trust, surface real challenges, and position you as a true partner – not just a vendor. From future-pacing scenarios to risk-based discussions, these questions help your team move beyond order-taking and into influence.
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The Next Level Sal...
2025-07-1611 min
The Sales RevolutionEp65 Exceptional leaders focus on serving, not shining – Darren MitchellWhat does it take to transform from top sales gun to exceptional sales leader? Darren Mitchell knows firsthand – and he’s on a mission to prove sales leadership isn’t about ego or spreadsheets.
Voted one of Australia’s top 20 sales influencers, Darren shares how he ditched engineering dreams, fell into sales during Australia’s recession, and never looked back. He reveals why the best salespeople often make the worst leaders, why servant leadership trumps bravado, and how preparation – years of it – beats credentials every time.
DARREN MITCHELL
Website: https://darrenmitchell.com.au/
The Exceptiona...
2025-07-0949 min
The Sales RevolutionEp64 What leaders get wrong about connection and culture – Julia PalmerWe hear so much about how emotional intelligence is essential for leadership. But, often overlooked is the game-changing power of relationship intelligence (RQ). Drawing from her own sales background and 20 years of experience coaching non-sales professionals, relational strategist Julia Palmer, CEO of Relatus, Julia reveals why RQ is the missing link in leadership, team dynamics and business growth.
Forget superficial networking and transactional exchanges. Julia shares how building authentic, strategic relationships can drive revenue, boost collaboration, and transform workplace culture. From improving psychological safety to retaining top talent, she explains how organisations with high RQ outperform those...
2025-07-0231 min
The Sales RevolutionEp63 “Dear Customer, you are the most important part of my job”What if every interaction with a customer felt like a privilege, not a transaction? This episode flips the script on how we view value – shifting from what we want to what they need. Mutual enrichment isn’t just a buzzword in The Sales Revolution – it’s a mindset. A reminder that customers aren’t interruptions; they’re the reason we show up.
From internal teams to end buyers, real success happens when every part of a business knows exactly who their customer is – and how to serve them. Because it’s not just what you deliver that matters – it’s h...
2025-06-2504 min
The Sales RevolutionEp62 The hidden cost of being too “productive” – Shelley FlettWhat happens when the high-achieving, get-it-done mindset crashes headfirst into the human reality of leadership? Shelley Flett knows – because she’s lived it. From childhood spent milking cows in the cold early mornings to leading some of Australia’s most recognised brands, Shelley’s journey is all about evolving from doing to being.
Now known as the dynamic leader, she helps others shift from transactional habits to transformational impact. Her mantra? Build capability, not dependency. Be more, do less, and create space for insight – not just action.
Shelley explains how “doing nothing” can be your most powerful...
2025-06-1851 min
The Sales RevolutionEp61 Inside the making of a standout sales career – Tamzin TrimboliFrom data entry to national sales leader, Tamzin Trimboli’s journey is anything but ordinary. Starting at just 16 in a male-dominated manufacturing business, she’s built her career from the ground up – literally.
Tamzin reveals how a school-based apprenticeship led to mastering CRMs, marketing via fax (yes, really!), and eventually running national sales and logistics at DM Plastics & Steel in South Australia. With hands-on experience across departments, she’s gained a holistic understanding that fuels her success and fast-tracks new recruits.
Her story shows how hard work, hunger, and resilience can turn a sales role into a s...
2025-06-1137 min
The Sales RevolutionEp60 Resetting your sales pipeline meetingsSales pipeline meetings often feel like uncomfortable interrogations – but they don’t have to. When structured well, they become powerful tools for clarity, momentum and team development.
A strong pipeline should drive action, not anxiety. This approach outlines three key stages – above the pipeline, in progress, and ready to close –offering a clear framework for evaluating opportunities and coaching sales teams effectively.
With the right pipeline value based on conversion rates, sales efforts shift from desperation to confidence. Smart questioning, consistent structure, and collaborative input turn pipeline meetings into valuable sessions that support better forecasting, stronger...
2025-06-0416 min
The Sales RevolutionEp59 How to win in business…while the rules are against you – Amanda RoseAmanda Rose doesn’t hold back, as she takes aim at the systemic blind spots holding sideling small business owners. Known as the #BossLady, Amanda unpacks how policies, funding models, and lazy legislation often ignore the needs of SMEs, despite them making up 97% of Aussie businesses.
From the flawed “Future Made in Australia” fund to exclusionary industry grants, she exposes how small operators – particularly female and migrant-led businesses – are shut out.
But this isn’t a rant; it’s a rallying cry.
Amanda shares practical ways small business owners can “follow the money,” cut time-wasting h...
2025-05-2827 min
The Sales RevolutionEp58 The goal-setting list that changes everything – Keith AbrahamWhat do bricklaying, noxious weeds, and Radio Rentals have in common with global leadership and goal mastery? Everything – when the story belongs to Keith Abraham. Keith brings his infectious energy and enthusiasm in this episode as he shares his remarkable transformation from school dropout to world-renowned goal achievement expert.
With 1.7 million people across 43 countries hanging on his every word, Keith explains why most people don’t fail to set goals—they fail to achieve them. His simple, duplicatable “how” formula flips conventional wisdom on its head: start with how you want to feel, then design goals that deliver th...
2025-05-2153 min
Marketing The InvisibleThe Culture of Customer – In Just 7 Minutes with Ingrid MaynardWhy you've got to check out this episode:Discover how to transform your sales team's approach to customer engagement and move beyond order-taking.Learn the common mistakes businesses make when trying to improve their sales processes and how to avoid them.Get actionable tips on how sales leaders can effectively coach their teams and identify key behaviors in the field.Resources / Links:Develop your own customer-centric sales culture. Visit www.thesalesdr.com.au for a free chapter of her book.
2025-05-1509 min
The Sales RevolutionEp57 The 3 core drivers of great sales performanceToo often, the best salesperson is promoted to sales leader – then left to sink or swim. But what does it take to actually lead a high-performing sales team? Sales performance hinges on three core drivers: clarity, confidence, and consistency.
Clarity means knowing the role, understanding what good looks like, and following a defined sales process supported by tools and training. Confidence comes from practice, preparation, and outcome-focused conversations that build trust and credibility. Consistency is achieved through structured routines, clear customer cadences, and purposeful action.
Grit plays a key role – sustaining effort and commitment even when...
2025-05-1421 min
The Sales RevolutionEp56 Building genuine rapport & asking the right questions – Franky KennedyWhat does it take to thrive in a male-dominated industry, crush cold calls, and redefine resilience? Franky Kennedy is a seasoned Business Development Manager with over 13 years of experience in the logistics and freight management industry. Known for her relationship-driven approach, she’s a passionate advocate for diversity and inclusion in a traditionally male-dominated field.
With no roadmap and plenty of rejection, Frankie carved her own path through grit, intuition, and a refusal to back down. She unpacks how walking down driveways (literally) became her secret weapon for generating leads, why rapport beats rejection, and ho...
2025-05-0740 min
The Sales RevolutionEp55 How AI is sharpening sales execution – David MarshallSales teams can dramatically improve performance by using AI to support mid-funnel activities like research, preparation, and proposal development. That’s according to David Marshall, founder of SalesGrid, an AI-powered sales productivity platform designed to support sales teams working on large, complex deals. With 25+ years in B2B sales innovation, including the success of Performio, David brings deep expertise in how sales tech can drive results.
David explains how SalesGrid’s AI engine, Savvy, is helping sales teams execute better by focusing on 12 key mid-funnel sales jobs—from researching prospects to tailoring content, managing proposals, and negotiating close...
2025-04-3034 min
The Dynamic Leader Podcast#237. Interview with Ingrid Maynard on the sales revolutionIn today’s rapidly evolving business environment, beingcustomer-centric is no longer enough—leaders must drive a companywide shift in how customer value is understood and delivered. In this episode, Shelley is joined by Ingrid Maynard, Founder of The Sales Dr, host of the Sales Revolution podcast and author of The Sales Revolution. With over 25 years of experience transforming sales performance, Ingrid shares her insights on redefining the sales approach through a value-driven, whole-of-business model. Together, they explore the vital role leaders play in influencing, connecting and creating meaningful experiences that...
2025-04-2943 min
The Sales RevolutionEp54 What makes a business truly magneticChasing revenue and profit isn’t just a job for sales anymore. In today’s leaner, faster-paced world, your whole business needs to pull in the same direction – towards the customer.
And so, what if your entire organisation – not just your sales team – became a magnet for growth?
A magnetic organisation is the kind of workplace where customers, team members, even partners are drawn to your business – not just by what you do, but how you do it. It’s about more than customer-centricity. It’s about creating a culture of customer, where every role, internal or exte...
2025-04-2307 min
The Sales RevolutionEp53 What happens when you design culture on purpose – Rachel ServiceCulture isn’t a vibe – it’s a strategic tool. When leaders intentionally shape systems, behaviours, communication, and relationships, they create environments where people thrive and performance follows. Rachel Service is founder of Happiness Concierge, who explores the powerful connection between workplace culture and performance.
Rachel shares her journey from corporate burnout to building a globally recognised business that helps organisations create purpose-driven, high-performing teams. Drawing on her experience with clients such as Google, AMP, and government agencies, Rachel unpacks the what shapes workplace culture – whether by design or by default.
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Happines...
2025-04-1634 min
The Exceptional Sales Leader PodcastRevolutionising Sales with Ingrid Maynard, The Sales Doctor.In this episode, I am thrilled to be having a conversation with Ingrid Maynard, the inspiring Founder and Managing Director of the Sales Dr. Ingrid has enjoyed a very successful career in sales & sales leadership and now partners with organisations to help them revolutionise their approach to selling. This episode dives deep into the dynamics of sales leadership, delivering unparalleled insights into creating a loving and supportive sales culture. Ingrid also shares her immense experience, echoing the philosophy that sales is an act of service and ultimate care. In a highly competitive and highly uncertain marketplace, the conversation also...
2025-04-1658 min
The Sales RevolutionEp52 Beyond revenue: a smarter strategy to selling – Paul ConnollySales leadership is no longer just about revenue – it’s about driving strategic, customer-focused outcomes across the business. That’s according to Paul Connolly, Sales Director at Lincoln Sentry, a division of the Dulux Group.
With a career spanning the UK, Ireland, New Zealand, and Australia, Paul shares his journey from supermarket management to leading high-performing sales teams in complex, multi-channel environments.
Paul unpacks the evolution of sales leadership, the importance of data-driven decision-making, and how measuring profitability – rather than just revenue – can transform commercial strategy. Paul also delves into cost-to-serve analysis, CRM effectiveness, and how coachi...
2025-04-0937 min
The Sales RevolutionEp51 The mindset & methods of high-performing salespeople – Ian SelbieGreat salespeople create value, build strong customer relationships, and continually refine their approach to stay ahead in a competitive market. That’s according to Ian Selbie. And he would know! He’s an internationally renowned sales expert and has trained more than 17,000 sales professionals worldwide. A former top global salesperson at Apple, Ian shares insights from his time with Steve Jobs, the methodology that helped him secure high-value enterprise deals, and the key traits of top-performing salespeople.
Ian discusses his book, If You Were Arrested for Selling, Would There Be Enough Evidence to Convict You? – a title that s...
2025-04-0247 min
The Sales RevolutionEp50 The four key ingredients to make customers want to buyIn this milestone 50th episode, Ingrid explores a fundamental shift in the sales process – moving from pushing a sale to creating an environment where customers naturally want to buy.
She breaks down four essential elements that help sales professionals shift from hard-selling to guiding the customer’s decision-making process.
Drawing from real-world experience, Ingrid shares key insights from a competitive enterprise-level proposal, highlighting why the most effective sales strategies are built on trust, impact, and facilitation.
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The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/
Th...
2025-03-2609 min
Flying SoloFrom relationships to revenue: Sales strategies for successIn the episode, we're joined by the incredible Ingrid Maynard, a renowned sales performance expert and founder of The Sales Doctor. Ingrid is here to revolutionise the way you think about selling!We'lll dive into Ingrid's game-changing approach that turns your entire business into a sales engine without the usual pressure. Ingrid shares why simply being customer-centric isn't enough anymore and how you can build value at every touch point in your business. We'll hear about Ingrid's journey from a shy, introverted teenager at The Body Shop to becoming a national sales manager and author of "The...
2025-03-2038 min
The Sales RevolutionEp49 Why sales training alone isn’t enoughEp53 Why Sales training alone isn’t enough
Sales training is often seen as the ultimate solution for improving sales performance – but is it really? Ingrid explores why training alone won’t deliver lasting results without the right foundation. From business context to leadership effectiveness, internal processes, and customer experience, she breaks down the key elements that determine whether sales training will have a meaningful impact. She says that sustainable sales growth requires a holistic approach beyond just skills-based training sessions.
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The Next Level Sales Impact Online Program
https://thesalesdr.com.au...
2025-03-1916 min
The Sales RevolutionEp48 The Power of Incentives to Drive Business Growth – Mercedes IbbettIncentives drive action. But what makes an incentive truly irresistible?
Today, we’re diving into the world of incentive strategy with a powerhouse in the field – Mercedes Ibbett, Managing Director and Owner of EVT Incentive Marketing.
With 23 years of experience, she’s been shaping the way businesses motivate and reward their top performers.
This year, EVT celebrates an incredible 40 years of success, proving that the right incentives don’t just boost sales—they transform businesses.
But Mercedes’ story goes beyond the boardroom. Growing up in a trailblazing family business, she witnessed firsthand wh...
2025-03-1233 min
The Sales RevolutionEp47 Unlocking the hidden value in your businessWhile chasing more revenue seems like the obvious way to boost profits, the real game-changer is optimising the entire business equation. Ingrid offers practical ways to maximise profitability, from quick wins like tapping into customer service insights and strengthening existing accounts to smarter pricing strategies and cost-saving tactics. She says there a way to reduce costs without sacrificing growth by shortening sales cycles, addressing inefficiencies, and tracking business impact.
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The Next Level Sales Impact Online Program
https://thesalesdr.com.au/online-program/
The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/
2025-03-0519 min
The Sales RevolutionEp46 When stories and strategy shake hands – Julian CannyIf you are looking to foster growth and innovation – and these days, who isn’t? – an important key is to align your organisation’s culture and creativity. So says Julian Canny, social entrepreneur, comedian (yes, that’s right!) and CEO & Co-Founder of Euphorium, a community of innovators.
Julian says storytelling is important for enabling people share experiences and identify important historical moments. Four key narratives drive organisations: what motivates, inspires, evolves, and guides them. Shifting mindsets is crucial for sustainable change, ensuring new ideas align with new ways of thinking and make old problems irrelevant. Intentionality, he says, is r...
2025-02-2658 min
The Sales RevolutionEp45 Building stronger teams in a hybrid world – Trudy MacDonaldThe modern workplace faces a host of challenges, including compressed roles, remote work, and insufficient induction processes, which hinder trust and engagement. It’s important, therefore, for leaders to foster connections, offering structured career pathways, and tailoring development to individual goals.
Trudy MacDonald – Founder and Managing Director of human resource consultancy TalentCode HR – returns to The Sales Revolution to share her thoughts on how leaders can enhance employee engagement for retention and overall workplace culture.
She encourages managers to own their team’s growth, using practical tools like development plans and the 70-20-10 learning framewor...
2025-02-1958 min
The Sales RevolutionEp44 Sales leaders! Do you know who your “customers” are?Sales leadership is about more than driving results through your team – it’s about serving multiple customer groups. Beyond your direct team and their pipeline performance, your “customers” also include the company, directors, and other internal leaders. Each requires you to deliver measurable value, whether through coaching, proactive issue resolution, or fostering cross-departmental collaboration.
In-field coaching is vital, as it sharpens your ability to coach effectively. Additionally, engaging with top-tier customers personally can reinforce relationships and create new opportunities. By redefining service to stakeholders and modelling excellence, you can inspire cultural transformation, making 2025 your most impactful year yet as a...
2025-02-1212 min
In Stride[Rerelease] Tik Maynard: Horses' Love LanguagesHost Sinead Halpin Maynard interviews her husband Tik Maynard in this inaugural episode of In Stride. Sinead and Tik talk about the love languages of our horses and what motivates them to be our partners.
Tik is a sought-after natural horsemanship and eventing trainer. Tik:
• Is an "A" pony club graduate
• Was inducted to the Canadian Pony Club Hall of Fame
• Represented Canada in modern pentathalon in the 2007 Pan Am Games
• Has worked with many of the greats in equestrian sports including Ingrid Klimke, the O Connors, Anne Kursinski, and Ian Miller
• Is very interested in the relationship between horse and rider...
2025-02-071h 11
The Sales RevolutionEp43 Relationships drive recruitment success – Jerry KleemanBuilding long-term relationships with potential hires ensures better cultural fit and faster recruitment for key roles. That’s according to Jerry Kleeman, CEO & Director of Kleeman International, and Chair of Vistage for 20+ years. Jerry has conducted close to 20,000 hours of one-on-one coaching, and has consulted some of Australia’s most successful businesses.
This is Jerry’s second episode on The Sales Revolution; this time he explores proactive leadership strategies. Leaders often overlook developmental opportunities for high-potential individuals due to being consumed by operational tasks, he says, leading to missed opportunities for succession planning and innovation.
Jerry...
2025-02-0538 min
The Sales RevolutionEp42 Ladders, legacy and life lessons – Gerard HigginsGerard Higgins is the managing director of Higgins Coatings, Australia’s largest painting contractor, leading the company to success with 27 branches and 1500 painters nationwide. Having worked in every aspect of the business, from mixing paint to overseeing operations, Gerard has built a legacy centred on family values, balancing his professional achievements with a deep commitment to his wife, children, and grandchildren, and his passion for golf, red wine, and the peninsula lifestyle.
Gerard reflects on involving multiple generations in the business and the challenges of family dynamics. He shares insights from his Harvard experience and the importance of...
2025-01-2946 min
The Sales RevolutionEp41 Unlocking the future of sellingIngrid Maynard’s talks about her new book, The Sales Revolution, which offers a fresh perspective on sales and business strategy. It’s not about traditional sales techniques; it’s a transformative approach to address today’s unprecedented challenges. Economic shifts, a decline in sales skills, and superficial strategies have created a gap that businesses must bridge. Her book highlights the need for organisations to embrace a culture of customer, combining customer consciousness with commercial competence. It’s a practical, thought-provoking guide for future-proofing businesses.
MORE INFORMATION
The Sales Doctor
https://thesalesdr.com.au/
The...
2025-01-2215 min
The Sales RevolutionEp40 Casting a wide net for growth and innovation – Michael MayThe Geraldton Fishermen’s Co-operative (GFC) exemplifies the cooperative model, focusing on community, sustainability, and long-term value. Rooted in cooperative principles, GFC strengthens local economies by employing people across Western Australia and fostering deep ties with small towns. Its sustainability initiatives, like achieving MSC certification, highlight its forward-thinking approach to preserving the fishing industry for future generations.
Michael May is the General Manager of Supply Chain Operations at GFC, where he has worked for eight years, though his connection to the co-op spans a lifetime due to his upbringing in a fishing family. He holds an MBA wi...
2025-01-1538 min
The Sales RevolutionEp39 From humble beginnings to business leadership – Jeanine BatchelorJeanine Batchelor has spent her career in the construction industry, starting as one of the youngest client advisors at CBUS Superannuation Fund before working alongside her father in his successful commercial electrical business. Now co-owning a boutique home construction company and a Summertime Pools franchise in the Murray River region, she brings a customer-centric approach and a wealth of industry knowledge to her ventures.
Jeanine reflects on the challenges of balancing emotional investment in business with personal well-being. She offers advice for building sustainable, customer-focused businesses that contribute positively to their communities.
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2024-12-1848 min
The Sales RevolutionEp38 Four Key Sales Practices Every Business Needs to EmbraceIn a changing market, sales practices must evolve, focusing on resilience and returning to tried-and-tested principles. Ingrid Maynard suggests sales professionals adopt four key practices: in-person connections; going above and beyond; doing research to demonstrate genuine interest in prospects; and being practiced in conversation planning and objection handling. Mastering these skills will build strong relationships, boost credibility, and drive sales success, even in challenging times.
MORE INFORMATION
The Sales Doctor
https://thesalesdr.com.au/
The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/
See omnystudio.com/listener for privacy in...
2024-12-1117 min
The Sales RevolutionEp37 The Power of Human Connection in B2B Sales – Richard ForrestRichard Forrest is the chairman of Forrest Contact, which he founded in 2006 to provide B2B sales outreach and lead generation to Australian businesses. With more than 30 years’ experience managing and coaching sales teams worldwide, Richard’s expertise is the foundation of Forrest Contact’s success and his book, ‘The Ultimate Guide to B2B Sales Prospecting’, which outlines his four-step process for successful B2B lead generation.
Richard looks at the importance of hiring resilient individuals who can handle challenges and invest in ongoing support and training to ensure their success. Richard discusses how his business has evolve...
2024-12-0454 min
The Sales RevolutionEp36 AI and the Future of Sales – David MarshallDavid Marshall has more than 25 years’ experience driving innovation in B2B sales and sales technology. Based in Melbourne, he has successfully launched multiple software companies, including Performio, and is now leading SalesGRID, an AI-powered sales productivity tool designed to help sales teams excel in complex deals.
David outlines the evolving role of AI in sales, focusing on how it can improve efficiency and customer engagement. A customer-centric sales process is crucial, he insists. AI can help refine sales strategies by making the process more aligned with how customers buy, reducing friction and improving conversion rates.
...
2024-11-2749 min
The Sales RevolutionEp35 The Surprising Sales Secrets of a Sydney Cab DriverWho would have guessed? The ultimate sales lesson from the most unlikely source: a taxi driver. Ingrid shares a story from a business trip to Sydney where, despite challenging weather, the cab driver’s professionalism, curiosity, and service made the experience memorable.
He booked future rides, showed genuine interest, and even offered an umbrella, embodying Alex Hormozi’s sales principles of proactive service. Ingrid highlights how these seemingly simple actions build trust and opportunity. It’s a reminder that in down markets, success often lies in nurturing relationships and providing exceptional service to every customer.
MORE I...
2024-11-2013 min
The Sales RevolutionEp34 How two tradie mates built a mental health movement – Dan Allen & Ed RossDan Allen and Ed Ross are two lifelong friends and skilled carpenters who have transformed their passion into purpose. Following the tragic loss of Dan’s close friend to suicide in 2015, they set out to create two innovative organisations that have since had a profound and measurable impact on mental health awareness and support in the community.
They are the founders of the social enterprise workwear company, TradeMutt, and free counselling service, TIACS. Their colourful eye-catching shirts – you have to check them out! – and community engagement aim to raise awareness about mental health and encourage open conversations. They h...
2024-11-1338 min
The Sales RevolutionEp33 Prioritising quality and measuring success – Rob KruberRob Kruber is the CEO of leading manufacturer, Summertime Pools and Halo Spas. His deep passion for business and Australian manufacturing has driven him to build and lead successful companies that prioritise quality and innovation.
With 25+ years in the industry, Rob shares insights into overcoming challenges, such as supply chain disruptions, economic fluctuations, and shifting customer demands, all while maintaining high standards.
A major part of Rob’s business philosophy is placing the customer at the centre of all decisions. He highlights the importance of listening to customer feedback and ensuring every interaction enhances the cu...
2024-11-0638 min
The Sales RevolutionEp32 From Property Manager to Trusted Advisor – Sarah CincottaSarah Cincotta mentors BDMs ready to elevate their performance, purpose and passion. Founder of RISE, she directly impacts the lives of other BDMs and reframes the current industry beliefs attached to the title. BDMs deserve to be recognised as the dedicated, innovative, effective operators at the heart of their company’s growth, and she knows exactly how to get them there. Focusing on training beyond sales, the foundations of the Property Management profession- connections.
Sarah discusses the evolving role of property managers as trusted advisors who go beyond traditional responsibilities to help landlords and property investors optimise th...
2024-10-3056 min
The Sales RevolutionEp31 Three pillars of trust: reliability, credibility and intimacyTrust is a critical component in building strong customer relationships, whether the customer is external, paying for a product or service, or internal within an organisation. Host Ingrid Maynard insists that in professional relationships, trust is shaped by three main factors: reliability, credibility, and intimacy.
Reliability involves being dependable and consistent in both actions and demeanour. Credibility is about demonstrating expertise and a proven track record. Intimacy refers to handling sensitive, privileged information with care and discretion. On the flip side, self-orientation can damage trust, whether it’s through excessive focus on oneself or insecurity.
By...
2024-10-2313 min
The Sales RevolutionEp30 Values are the foundation of family business – John BroonsJohn Broons is a globally recognised family business expert and one of only three Australians to hold the prestigious Fellow of the Family Firm Institute title. With more than 40 years of experience, John has successfully guided family businesses, drawing from his own experience of buying and selling a family business.
He explains how history, values, and personal connection can shape a business and make it resonate not only with family members but also with customers. The emotional connection that comes with family businesses often extends beyond just the family; it can create a strong bond with consumers...
2024-10-1650 min
The Sales RevolutionEp29 The art of purpose-driven storytelling – Andrew GriffithsThe ability to communicate is one of the wonders of the business world. And storytelling is very much a key that. Andrew Griffiths is a storytelling maestro – he’s written 13 books, including ‘Someone has to be the most expense, why not make it you?’ He’s also a sought-after keynote speaker and mentor to business leaders.
He says that storytelling should be genuine and consistent across all platforms, reflecting your true self. Aligning personal purpose with organisational goals enhances storytelling impact, focusing on serving the audience rather than self-interest. Value perceptions, he says, can change over time, and so bus...
2024-10-0950 min
The Sales RevolutionEp28 Harnessing AI for Marketing and Growth – Graham ArrowsmithWhile many businesses haven’t fully realised the impact of AI, its benefits are already proving valuable. That's according to the colourful Graham Arrowsmith, Managing Director of Finely Fettled, and host of The Next 100 Days Podcast.
An advocate for AI and technology in business strategy, Graham discusses the power of tools like MetclabsAI, which aid in refining digital strategies, building efficient websites, and enhancing sales approaches. He emphasises the comparison between AI and historical technological advances, like the steam engine, indicating that while businesses may not fully grasp AI’s potential yet, its positive impact is undeniable.
...
2024-10-0244 min
The Sales RevolutionEp27 The pressure sales leaders are facing todaySales leaders are squeezed from both ends – by their teams who are struggling to achieve sales outcomes, and by senior leadership demanding results. Ingrid Maynard believes that with customers delaying buying decisions or becoming more selective, it’s tougher than ever to close deals.
Ingrid shares three key strategies to help sales leaders manage this pressure: transparency of activity, clear communication of progress, and sharing leading indicators. By educating senior leaders on market conditions, progress, and the efforts of sales teams, sales leaders can build trust, reduce misunderstandings, and foster support. Ingrid advises sales leaders to stay calm...
2024-09-2513 min
The Sales RevolutionEp26 The Power of Authenticity – Dana WaltonDana Walton is an accomplished sales professional with a background in owning and managing gyms, and experience with major brands like Motorola. Currently a sales and marketing specialist at REI Super, Dana is known for her authentic approach and emphasis on adding value.
She discusses with host Ingrid Maynard the critical role of clear expectations in achieving success and how unclear goals can lead to extended setbacks. She emphasises the importance of sales discipline, preparation, and authenticity in overcoming negative perceptions associated with sales.
She highlights the significance of being a servant leader – one who is...
2024-09-1850 min
The Sales RevolutionEp25 Transforming Sales from Order-Taker – Stephanie ChristopherRecognising internal colleagues as customers enhances organisational culture and drives strategic results. That’s according to Stephanie Christopher, a seasoned sales leader with more than 25 years’ experience, currently serving as the Managing Director at Vistage Australia and New Zealand. She is known for her deep insights into sales strategies, customer consciousness, and fostering a culture of excellence within organisations.
She explains how a narrow view of customers, limited to external parties, can lead to inefficiencies and frustration. There is a need for sales professionals to adapt to higher customer expectations and sophisticated research, as opposed to the orde...
2024-09-1145 min
The Sales RevolutionEp24 Nurturing Business Relationships with Generosity – Stacey PackerStacey Packer, founder of SP Consulting, shares her philosophy of generosity and relationship-building in business. By giving first—whether through introductions or valuable insights—businesses can build stronger, more meaningful connections. Following up on introductions and referrals is crucial; there is value in thanking the referrer and updating them on the outcomes, which strengthens professional relationships and maintains respect.
Entrepreneurs, she says, should be clear about their values and service expectations to attract and maintain aligned relationships. The principles of mutual mattering—such as unconditional positive regard, celebrating wins, and being compassionate—are central to fostering meaningful and supp...
2024-09-0428 min
The Sales RevolutionEp23 Our customers really do matterMaking customers feel genuinely valued is crucial. Effective sales techniques alone are not enough – the human element of showing customers they matter is essential for long-term success.
Ingrid Maynard recounts an encounter at a brickyard, comparing two vastly different customer service experiences. The first involved a knowledgeable salesperson who, despite employing effective sales techniques, failed in making Ingrid and her husband genuinely valued. The second brickyard, however, went above and beyond, offering a personalised service that left a lasting positive impression.
The overall experience customers have, including how they are treated and whether their needs ar...
2024-08-2811 min
The Sales RevolutionEp22 Building Customer-Centric Cultures for Success – Jason TunbridgeAustralian small businesses are grappling with economic uncertainty, talent shortages, and rapid technological advancements, including AI. With a lifetime of experience in the SME marketplace and as Co-founder and Director of the Leadership Think Tank, Jason Tunbridge believes a strong focus on customer needs is essential for business success. Exceptional customer service can turn clients into advocates who promote the business, generating referrals and driving growth even without direct marketing efforts.
Jason insists that a CEO’s active involvement is crucial in creating a robust customer-focused culture, which can lead to long-term business success. The Leadership Think Ta...
2024-08-2143 min
The Sales RevolutionEp21 Balancing AI and Human Connection – Justin TippettNamed one of the leading customer experience (CX) leaders in the world, Justin Tippett’s 30-year career began on the phone in a call centre; today he’s CEO of the Australian Customer Experience Professionals Association. His expertise spans the impact of AI on CX, the importance of empathy and personalised service, and the need for strategic investment in both technology and human skills.
There’s a been a shift, he says, in call centres handling simple, transactional calls to more complex interactions due to technological advancements. AI has enabled customers to self-serve, by reducing basic queries handle...
2024-08-1437 min
The Sales RevolutionEp20 More than just a legal practice – Jane LibbisJane Libbis became a lawyer because she wanted to help people. Jane is the founder of Umbrella Family Law, whose approach to business is different to other practices.
Jane explains to host Ingrid Maynard how important it is for her to build a network of like-minded professionals and clients who align with the values and culture of her law firm. There’s a challenge, she admits, of balancing empathy and compassion with the commercial realities of running a law firm.
Jane also discusses the importance of setting boundaries and maintaining respectful communication with clients. Fundamentally, sh...
2024-08-0731 min
The Sales RevolutionEp19 ”I’m not a salesperson”Some of the best salespeople don't see themselves as salespeople. Ingrid Maynard challenges the negative association with sales and highlights the importance of providing solutions and adding value to customers.
She shares examples of individuals and organisations that excel in sales by focusing on creating positive experiences and deepening relationships.
The underrated soft skills are crucial to sales, including: listening, effective communication, influencing, and creating outcomes. Ingrid also raises the need for developing higher-order communication skills in the age of AI and the importance of equipping future generations with these skills.
MORE INFORMATION
2024-07-3114 min
The Sales RevolutionEp18 Nurturing a customer-focused culture – Michelle FaheyA customer-focused culture starts with strong leadership and a commitment to valuing and empowering employees. That’s the perspective of Michelle Fahey, Executive General Manager of People, Safety & Engagement at Intellihub Group, a digital energy management company.
Having landed into an HR career, Michelle has the uncanny ability to read and engage with people quickly. She’s discovered how empathetic leadership and coaching methodologies can foster a sense of purpose and engagement among employees. Michelle discusses with host Ingrid Maynard that protecting and nurturing a positive culture is essential for attracting and retaining high-performing employees.
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2024-07-2429 min
The Sales RevolutionEp17 The importance of cultural alignment in sales – Shaun CareyWe’re led to believe we choose our own career, but in reality careers often choose us, particularly sales careers. Shaun Carey, Chief Sales Officer at Tradeware, shares his career journey and how he has embraced the opportunities that have come his way.
Shaun emphasises the importance of understanding the sales role and having clarity in performance expectations. He also highlights the significance of behaviours and how they contribute to culture and success in sales. He shares his advice for job hoppers, encouraging them to demonstrate their capabilities and alignment with an organisation's pace.
Shaun of...
2024-07-1742 min
The Sales RevolutionEp16 Cultivate loyalty with the organisation, not the salespersonThe relationship with your customers shouldn’t be forged in isolation. Every single touchpoint across the organisation should aim to create a sensational customer experience. Ingrid Maynard discusses how a stronger customer relationship leads to loyalty and revenue continuity, as well as profitable growth and referrals. She emphasises the need to create an organisation that is in its own league and is a magnetic driver. The ultimate game is for your customers to become impervious to your competitors and feel like they are a part of your organisation.
MORE INFORMATION
The Sales Doctor
https://th...
2024-07-1012 min
The Sales RevolutionEp15 The power of soft skills in a hard world – Renata SguarioWe spend so much effort and resources on learning the tools to do our job. However, it’s those often-overlooked soft skills, such as self-awareness and communication, that are crucial for success in business. That’s according to Renata Sguario, founder and CEO of Maxme, a company maximising human potential on a global scale. Embracing strengths and working on self-management, she says, can lead to positive interactions and better relationships in the workplace.
Finding a balance between AI and human skills is crucial in the evolving technological landscape. Automation can only handle simple tasks, while complex problem-solving and...
2024-07-0340 min
The Sales RevolutionEp14 Unreasonable hospitality: a blueprint for exceptional service – Mandi FordMandi Ford wanted to have a business that made everyone smile. Mandi’s Director at ES Concierge & Co, Australia leading life and business concierge. She and her team help with finding gifts, booking restaurants, delivering services – any little (and big) thing that needs solving. She espouses ‘unreasonable hospitality’: exceeding expectations and surprising and delighting customers.
When hiring for customer service roles, she’s on the lookout for individuals who have a desire to serve others and treat everyone with respect. It’s important to choose and onboard suppliers carefully, ensuring they align with the company's values and customer ser...
2024-06-2635 min
The Sales RevolutionEp13 Upscale in a strategic and profitable way – Jenny StilwellMost businesses grow to a certain size then struggle to push through. In fact, according to research by strategy advisor and business mentor Jenny Stilwell, only 7% of businesses break through $2 million in turnover. Jenny is author of The 7% Club, and she highlights the three key areas of challenge for companies looking to grow beyond $2m: complexity, people management, and transitioning from business owner to CEO.
Jenny discusses the importance of strategic growth and understanding the desired direction for the business. Customer service is an advantage that small businesses have in providing a more personal approach. Jenny suggests...
2024-06-1934 min
The Sales RevolutionEp12 Three key areas of focus for sales to shineThe sales landscape has changed significantly observes Ingrid Maynard, host and CEO of The Sales Doctor. She says sales leaders and salespeople need to focus on three key areas to be successful: pipeline, driving the sales process, and activity levels and technique.
Managing the pipeline is crucial, with each person's pipeline needing to be a multiple of their sales target. Driving the sales process involves being proactive in creating opportunities, embedding belief, and shortening sales cycles. Salespeople, Ingrid insists, need to work on both activity levels and technique to succeed in today's tough economic conditions.
...
2024-06-1210 min
The Sales RevolutionEp11 Achieving team alignment around purpose – Glen SimpsonGlen Simpson has had an unusual pathway to corporate leadership. As a trained agronomist, his career in agriculture and his work in addressing food shortage in developing countries underlies his commitment to aligning activities with the needs of the communities. One of the biggest challenges for executives is achieving alignment around purpose.
Glen discusses the impact of organisations on society and the importance of transparency. The success of an organisation, he says, depends on the mindset and well-being of its employees. He has lessons for others in leadership roles: listen actively and be present in conversations to...
2024-06-0526 min
The Sales RevolutionEp10 Serving a real purpose – Sam PaiorWhat underlying values do you have that drive your business or organisation? Well, Sam Paior employs only disabled people and family carers, because she believes it’s important to have peers serving her clients. Sam is Founder and CEO of The Growing Space, a disability consultancy providing one-to-one support coordination for disabled people and families navigating NDIS.
Sam explains how they handled the challenging time of COVID and restrictions imposed on those working in the sector. Also, she discusses how she manages and communicates with her team who work remotely in all parts of the country. Openness an...
2024-05-2933 min
The Sales RevolutionEp9 Together we thrive – Jodie HawkesJodie Hawkes discusses her decades-long journey to her role as CEO of Bowhill Engineering, an organisation that values a customer-centric approach to its role as a supplier. Jodie explains the four core competencies of Bowhill Engineering: smarter together, win before you start, complexity done excellently, and committed to the community.
She highlights the significance of creating a culture where everyone treats each other as internal customers. Bowhill is committed to engaging with the wider community and supporting causes that matter to the organisation and its people.
MORE INFORMATION
Bowhill Engineering
https://boweng...
2024-05-2227 min
The Sales RevolutionEp8 Who is really your customer?Have you stopped to consider who your customers are and what they are saying about you? Do you even want to know? It can be hard confronting the truth in case the truth is not what you want to hear. Ingrid Maynard explores the importance of customers and their impact on an organisation's reputation. The definition of a customer needs to expand beyond traditional buyers. Ingrid introduces the concept of becoming a magnetic organisation, where positive experiences lead to a multiplying effect on the organisation's reputation.
The Sales Doctor
https://thesalesdr.com.au/
The...
2024-05-1506 min
The Sales RevolutionEp7 Bringing out the best in your team – Jerry KleemanA respected and recognised sales team is a loyal team and one which performs highly. So, how do you show your team you value them? According to Jerry Kleeman, there are certain things you can and should do to show how you value your teams, but not nearly enough organisations do so.
Jerry has a long list of achievements in his career, including director of sales for Fortune 500 companies, and today is CEO of Kleeman International and Chair of The Executive Connection based in Adelaide.
Jerry focuses closely on culture: one of his favourite terms...
2024-05-0845 min
The Sales RevolutionEp6 Alchemising the Customer Experience – Sarah Pirie-NallyHave you ever considered adopting an experience strategy with your customers or clients? Entrepreneur Sarah Pirie-Nally embraces the philosophy of creating immersive experiences that go beyond traditional customer interactions.
Sarah was one of the first ‘intrapreneurs’ at Commonwealth Bank, Head of Change and Communications at NAB, Chief Design Officer at ASB Bank. She’s started a slew of companies including Wonder & Wander, helping to transform people and organisations through innovation and design.
Sarah highlights the significance of thought leadership and encourages individuals to embrace discomfort for personal and professional growth. She advises against watering down ideas...
2024-05-0139 min
The Sales RevolutionEp5 Unlocking the customer’s voice with an advisory board – Louise BroekmanIf you’re try to tap into the minds of your customers – and who isn’t? – it might be worth considering a developing a customer advisory board. Louise Broekman, the founder of the Advisory Board Centre, discusses with Ingrid Maynard how customer advisory boards are tremendously beneficial for organisations to listen to their customers and involve them in the decision-making process.
Louise highlights the different functions and structures of customer advisory boards, including their role in product development and digital transformation. She emphasises the need for clarity of scope and the importance of selecting the right members for a bo...
2024-04-2430 min
The Sales RevolutionEp4 Exactly when did sales become a dirty word?Over time there’s been a gradual shift in perception – a result largely from the rise of e-commerce – that salespeople have become order-takers. Although it has become a dirty word, sales is essential for organisations to thrive. Ingrid Maynard highlights the loss of delighting customers and the negative effects on profit and customer loyalty. Sales should be seen as a craft and discipline, requiring skill, psychology, and a process.
The Sales Doctor
https://thesalesdr.com.au/
The Sales Revolution Book
https://thesalesdr.com.au/the-sales-revolution-book/
See omnystudio.com/listener for privacy inform...
2024-04-1717 min
The Sales RevolutionEp3 Nurturing relationships: the key to sales – Bob NordlingerSales has lost its prominence and prestige over the decades, and most of that decline has evolved from marketing overtaking sales as the driving force in business. That’s according to Bob Nordlinger, CEO and Consulting Director of Superior Strategy, and one of Australia’s most experienced and respected CEO coaches.
He says this shift has led to a transactional approach to sales and the decline of customer relationships. Bob emphasises the importance of building trust and understanding customer needs in order to create lasting relationships. He also explores the concept of givers and takers in sales and...
2024-04-1037 min
The Sales RevolutionEp2 Balancing empathy & accountability – Trudy MacDonaldCOVID has inflicted an onslaught of change in the way we live and the way we work. It has meant that organisations need to alter their own leadership practices to reflect the changing behaviours of their people.
Trudy MacDonald,Founder and Managing Director of human resource consultancy TalentCode HR, highlights the challenges of balancing empathy and accountability, especially in the context of remote work and flexibility. Trudy emphasises the importance of emotional intelligence in leadership and the need for feedback-rich cultures. She also explores the shifting expectations and motivations of Gen Z employees and offers solutions into...
2024-04-0346 min
The Sales RevolutionEp1 What is the sales revolution?The Sales Revolution podcast explores a new paradigm shift in sales organisations and the way they think about customers and salespeople. Ingrid Maynard, CEO of The Sales Doctor, introduces the concept of the Mutual Mattering Philosophy, which focuses on mutual enrichment and service to customers. The goal is to create a magnetic organisation that attracts the right people and becomes impossible to replicate.
The Sales Doctor
https://thesalesdr.com.au/
Mutual Mattering E-Book by Ingrid Maynard
https://thesalesdr.com.au/mutual-mattering-e-book/
See omnystudio.com/listener for privacy information.
2024-04-0112 min
The Sales RevolutionTrailer: The Sales RevolutionThe sales process is broken. What’s required is a revolution. A revolution to engage with other people, whether they be direct customers, employees, or the greater business community.
Leading the charge is Ingrid Maynard, Founder and Managing Director of The Sales Doctor. Ingrid’s pathway to Enrichment Philosophy evolves the sales process and mindset, freeing up sales teams to achieve outcomes beyond what they dare to imagine.
The Sales Revolution is a podcast which explores these concepts, and introduces other leaders on their approach to business and sales.
The Sales Revolution Book
...
2024-03-2005 min
The Next 100 Days Podcast#414 Ingrid Maynard – The Sales DoctorThe Sales Doctor
Ingrid Maynard is The Sales Doctor. She helps organisations in Australia to improve their sales activity and results.
Summary of the Podcast
Graham and Kevin welcomed Ingrid Maynard from Melbourne, Australia to discuss sales challenges.
Ingrid was excited to share her insights as The Sales Doctor.
Sales challenges in a difficult economy
Ingrid outlined the perfect storm facing Australian businesses - high targets amid tough markets and unprepared sales teams.
Customers face more scrutiny over discretionary spending as costs rise across the economy.
Benefits of bespoke sales programs
Ingrid's programs are tailored to each organisation's unique needs...
2024-03-0144 min
The 7% ClubEpisode 10: Talking with Ingrid Maynard about a Sales RevolutionIn this episode, host Jenny Stilwell interviews Ingrid Maynard, the founder of The Sales Doctor, as they delve into the transformative world of sales. Ingrid discusses her mission to reshape the perception of sales, highlighting its potential for mutual enrichment and meaningful relationships. She explores the evolving landscape of sales, from its historical respect to modern challenges, and offers actionable strategies for large and small corporations. Whether navigating remote work or responding to changing dynamics, this episode provides a roadmap for success in sales and customer relationship management.In this episode, we talked about:...
2023-08-0730 min
FRUMESSIngrid and the Ministers Interview | FrumessIngrid and the Ministers are a candid psychedelic rock ’n’ roll band transmitting from the underground of New Zealand’s capital, achieving a rare balance of vigorous raw emotion and humble greatness, piloting the band down pathways of expansive creative energy. A craftful songwriter, her potent and melodic vocals are a vehicle for lyrical brilliance. Born and raised in Grenoble, France, Ingrid moved to Pōneke/ Wellington as a teenager and has lived there since, starting the band in 2018. Joining her on lead and rhythm guitar is James Morgan, then Scott Maynard on bass and Kim Andrews on drums.
Boofhea...
2023-06-201h 24
Access Top-Rated Free Audiobooks in Biography & Memoir, SportsIn the Middle Are the Horsemen by Tik MaynardPlease visit https://thebookvoice.com/podcasts/1/audiobook/599107 to listen full audiobooks. Title: In the Middle Are the Horsemen Author: Tik Maynard Narrator: Tik Maynard Format: Unabridged Audiobook Length: 10 hours 22 minutes Release date: June 1, 2022 Genres: Sports Publisher's Summary: In 2008, 26–year–old Tik Maynard faced a crossroads not unlike that of other young adults. A university graduate and modern pentathlete, he suffered both a career–ending injury and a painful breakup, leaving him suddenly adrift. The son of prominent Canadian equestrians, Maynard decided to spend the next year as a 'working student.' In the horse industry, working students aspire to become profes...
2022-06-0103 min
In StrideTik Maynard: Horses' Love Languages✨ Brought to you by Ride iQ, the most innovative and productive equestrian coaching tool in the world. Start your free trial at Ride-iQ.com ✨
Host Sinead Halpin Maynard interviews her husband Tik Maynard in this inaugural episode of In Stride. Sinead and Tik talk about the love languages of our horses and what motivates them to be our partners.
Tik is a sought after natural horsemanship and eventing trainer.
Tik:
Is an "A" pony club graduate
Was inducted to the Canadian Pony Club Hall of Fame
Represented Canada in modern pentathalon in the 2...
2022-01-031h 13
The Millennial CrisisThe art of backing yourself | Ingrid MaynardThis week it's all about learning to back yourself and the importance of uplifting others, even the people who seem confident and successful need reassurance at times. Demi chats with Gen Xer Ingrid Maynard who gives us a fresh perspective on investing in PEOPLE, and her revelations about raising a Gen Z. How sometimes what our parents do has more of an influence than what they say. Find out more about Ingrid here. Follow Demi here. More here. Join the Facebook + Slack group & read more about the Millennial Crisis here.
2019-09-0200 min